Significance of Sales Management in the Hospitality Sector

SALES
MANAGEMENT

Contents
INTRODUCTION................................................................................................................................3
TASK 1.................................................................................................................................................3
P1 Explore the main principles of sales management in relation to the significance of sales
planning, techniques of selling as well as sales reporting...............................................................3
TASK 2.................................................................................................................................................5
P2 Describe the advantage of sales structure and how they are organised using specific
hospitality industry...........................................................................................................................5
P3 Define the significance of having sales oriented staff within the hospitality sector...................7
P4 Assess the use of different sales distribution channel for specific hospitality example.............8
TASK 3.................................................................................................................................................9
P5 Determine the key principles and methods for successful selling and how they contribute to
building and managing customer relationships in application to specific organisational examples.
.........................................................................................................................................................9
TASK 4...............................................................................................................................................10
P6 Explain the importance of developing sales strategies that yield highest profitability and
incorporating account management within sales structures..........................................................10
CONCLUSION...................................................................................................................................11
REFERENCES...................................................................................................................................12
Books and Journals]/=...................................................................................................................12

INTRODUCTION
Sales management is considered as a process in which the manager focuses on emerging a
sales force, managing the operations and functions related to sales as well as executing the best
method of sales that helps the business organisation in achieving sales target within pre-decided
period of time. Sales define as a transaction which mainly takes place among two or more parties
where buyers purchase products, services and any kind of activities related to money. In addition of
this, they focus on sales their products and services in order to earn more and more revenue. Beside
from this, it is a method of using resources, money as well as time that helps in operate the business
smoothly (Razmochaeva, Klionskiy and Chernokulsky, 2018). In the present report, Trafalgar is
chosen as the base organisation which is a small tourism company which is located in London. The
manager of this company focuses on give superior tourism facility to its visitors in order to boost
future sales and growth of company. In addition to this, they forecast the demand and execute their
activities in such a manner that helps in attracting ample of customer. It increases the sales as well
as profitability level in future period of time. In the present report various sections are going to be
discussed which includes discussion about major principles of sales management along with
benefits of sales structure as well as how they are organised. In addition to this, discussion about the
importance of having sales oriented staff are also going to be discussed in this report.
TASK 1
P1 Explore the main principles of sales management in relation to the significance of sales
planning, techniques of selling as well as sales reporting.
Sales management is the process of monitoring and controlling the resources and person that
helps them in accomplishing goal and objective in an effective manner (Powers, 2016). The main
goal is to increase the revenue and profitability level. It is said that the revenue manager of an
organisation is highly responsible in order to ensure that company gain huge amount of profitability
with the help of increasing their overall sales of the company at the competitive marketplace. Sales
management refers to a procedure which will gives base to the management team of the company in
order to enhance their overall sales by performing all the business functions in an effective and
timely manner. In context of Trafalgar, there are some significant elements of sales management
which is going to be mentioned below:
 Sales Planning: Sales planning is the process of setting sales target, predicting the demand
or sales in future period of time. The manager of Trafalgar focuses on developing effective
sales target in order achieve goal in short span of time.